In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.

Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:

1. Embrace Full-Cycle Selling:

• Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.

2. The Importance of Sales Processes:

• One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.

3. Leveraging Communities for Prospecting:

• Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.

4. Strategic Hiring:

• In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.

5. Overcoming Burnout and Career Missteps:

• Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.

Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.

Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.

This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.

In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.

Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.

1. The Evolution of Partnership Strategies:
Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations at Microsoft. He emphasizes the importance of developing a robust partnership strategy, highlighting how partnerships can drive exponential growth and success. From building influence strategies to leveraging resellers, Vince's experience underscores the critical role partnerships play in modern selling.

2. Navigating the Hyperscaler Ecosystem:
A significant focus of the discussion is on the three hyperscalers: Microsoft, Google, and Amazon. Vince explains how these tech giants have reshaped the cloud landscape, emphasizing the necessity for businesses to align with them. He discusses the massive cloud commitments these companies have and how they influence decision-making at the board level. Understanding this dynamic is crucial for businesses looking to thrive in the cloud era.

3. Building Effective Influence Strategies:
Vince delves into the importance of creating comprehensive influence strategies. He talks about the need to engage with all stakeholders in the decision-making process, not just the direct buyer. By developing relationships with various influencers and understanding their roles, businesses can better navigate complex sales cycles and ensure they are addressing all aspects of the customer's needs.

4. The Role of Modern Selling Techniques:
In the age of digital transformation, Vince highlights the shift from traditional selling methods to modern techniques. He discusses how COVID-19 accelerated digital adoption and changed buyer behavior. Today, buyers are more informed and rely heavily on digital channels. Vince stresses the importance of building trust and credibility through consistent engagement and thought leadership, particularly on platforms like LinkedIn.

5. Partnering for Success:
Vince provides actionable advice for businesses looking to partner effectively with tech giants. He emphasizes the need for partners to differentiate themselves and build a strong internal alignment around partnership goals. By showcasing success stories, maintaining clear communication, and staying agile to adapt to changing strategies, partners can position themselves as valuable allies to tech giants and drive mutual success.

This episode with Vince Menzione is a masterclass in leveraging partnerships for sales success.

Vince's insights reveal the transformative power of strategic partnerships and the importance of adapting to the evolving landscape of modern selling.

Don't miss out on these invaluable lessons.

This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.

In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams.

In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment.

Here are five key takeaways to transform your sales approach:

1. Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously online. Recognizing and respecting this journey allows sales teams to adapt their strategies to be more aligned with modern buying behaviors.
2. Provide Value First: Instead of pushing for sales, focus on providing value through educational content and insightful interactions. This positions sales teams as trusted advisors, rather than mere sellers.
3. Leverage Digital Tools: Utilize digital tools and data analytics to gain insights into buyer behaviors without direct interaction. Tools like CRM software and AI can help predict buyer needs and timing, making engagements more timely and relevant.
4. Cultivate a Strong Online Presence: In the anonymous zone, your digital footprint speaks volumes. Building a robust online presence through engaging content and active participation in relevant platforms draws buyers out of anonymity.
5. Encourage Engagement: Foster an environment where potential buyers feel comfortable engaging. This could be through interactive webinars, online workshops, or public forums where they can interact without feeling the pressure of a sales pitch.

The Anonymous Zone need not be a barrier. Instead, it offers a unique opportunity to understand and adapt to the evolving landscape of buyer preferences.

By focusing on trust, value, and engagement, sales teams can effectively reach and convert even the most elusive prospects.

This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.